About this role.
Actian is hiring a remote UK-based Sales Development Representative to generate qualified pipeline for its database and broader Data and AI portfolio. The role focuses on outbound account research, cold calling, email, LinkedIn outreach, qualification, and disciplined CRM management. The SDR will primarily prospect across France, Spain, Italy, and the Middle East, with support for selected APAC campaigns, while collaborating closely with Account Executives. Success depends on meeting daily activity and pipeline targets, adapting outreach based on results, and using AI-assisted prospecting tools responsibly. The position offers structured coaching and a potential path into broader commercial responsibilities.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I start by defining the ideal customer profile, prioritizing accounts by fit, intent signals, and potential value. I map relevant decision-makers and influencers, research their business priorities, then build a multichannel cadence with personalized calls, emails, and LinkedIn touches. I review conversion data weekly and adjust messaging, account tiers, and activity allocation.
I would research the company's data estate, strategic initiatives, recent announcements, and likely challenges before calling. I would open with a concise, hypothesis-led reason for reaching out, ask a discovery question about their current priorities, and avoid leading with a generic product pitch. If there is a fit, I would agree on a specific next step and document context thoroughly for the Account Executive.
I treat rejection as data rather than a personal result. I maintain consistent daily activity, review call recordings and message performance, seek coaching, and test one variable at a time, such as the opener, persona, or value proposition. This helps me stay resilient while improving performance systematically.
I would use AI to accelerate account research, identify relevant public signals, prepare call notes, and draft message starting points. Before sending anything, I would validate facts, tailor the message to the person's role and business context, and ensure the language sounds natural. AI should improve preparation and consistency, not replace judgement or authentic communication.
I capture the prospect's business challenge, current process or technology, stakeholders, urgency, timeline, potential impact, and agreed next step. I also record objections, relevant language the buyer used, and any account context that will help the AE prepare. Accurate CRM notes ensure a clean handoff and make follow-up more relevant.
Actian is the Data and AI division of HCLSoftware, helping organisations connect, manage, govern and analyse their data with confidence.
Actian is entering an exciting phase of portfolio expansion across data intelligence, artificial intelligence, databases and business intelligence. Following the acquisition of Zeenea, the addition of Actian AI Analyst—formerly Wobby—and the announced intent to acquire Jaspersoft, Actian is building a broader portfolio to support organisations throughout their data and AI journeys.
This is an opportunity to join Actian at a pivotal stage of its development and contribute directly to our growth across important international markets.
Who We Are Looking For
We are looking for an ambitious, curious and commercially driven Sales Development Representative to build qualified pipeline across UK and Ireland.
You will identify target accounts, engage relevant decision-makers and create qualified sales opportunities for Actian’s Account Executives through cold calling, email, LinkedIn and account-based prospecting.
This role is suited to someone who enjoys outbound prospecting, takes ownership of their territory and performs consistently within a structured working day. You will receive coaching, enablement and support while remaining accountable for your activity, pipeline contribution and results.
Sales Development Representative:
What you will do:
Own outbound prospecting across France, Spain, Italy and the Middle East, while supporting selected APAC accounts and campaigns.
Research target accounts, business units, decision-makers, buying signals and relevant market developments.
Develop territory and account-prospecting plans in collaboration with Account Executives.
Engage prospects through cold calling, targeted email, LinkedIn and account-based outreach.
Create relevant, insight-led messaging based on the prospect’s role, industry, business priorities and emerging market trends.
Multi-thread across target organisations by engaging several relevant stakeholders.
Conduct initial qualification conversations to uncover business challenges, priorities, timelines and potential solution fit.
Generate qualified discovery meetings and sales opportunities.
Manage prospects through structured outbound cadences and follow up consistently.
Maintain accurate and timely information across Actian’s sales systems.
Monitor results, adapt prospecting strategies and communicate blockers early.
Use AI-assisted prospecting tools to improve account research, messaging, call preparation and follow-up while ensuring outreach remains relevant, accurate and human.
Continuously develop your knowledge of Actian’s solutions, customers, competitors and target markets.
What we are looking for:
Previous experience as an SDR, BDR or in a comparable outbound sales role.
Demonstrable experience in cold calling, account research and new-business prospecting.
Confidence working towards daily activity, meeting and pipeline-generation targets.
Strong written and verbal communication skills.
Ability to manage multiple accounts, contacts and sales cadences effectively.
Experience using CRM, sales-engagement and prospecting tools. Familiarity with Salesforce, Outreach, Gong, LinkedIn Sales Navigator, Cognism, ZoomInfo or Demandbase would be advantageous.
Strong organisation, prioritisation and time-management skills in a remote environment.
A proactive, accountable and resilient approach to achieving commercial goals.
Coachability, curiosity and the ability to apply feedback quickly.
The judgement to work autonomously within an agreed structure while raising questions and blockers early.
Motivation to learn, develop and take on greater responsibility over time.
What We Offer:
The opportunity to contribute to an expanding Data and AI portfolio.
Structured coaching, product training and sales enablement.
Exposure to enterprise customers across several international markets.
Close collaboration with experienced Account Executives and sales leaders.
Career-development opportunities within sales and other commercial functions.
Practical experience using AI to improve modern prospecting.
A remote and internationally connected working environment.
Competitive base salary, performance-related variable compensation and country-specific benefits.
Compensation
Additional Information
Why Join Us?At Actian, we are passionate about innovation and teamwork. This role is perfect for someone who thrives in a dynamic environment, loves creating an efficient and welcoming workspace, and enjoys working closely with a talented team.
Interested?We’d love to hear from you! Let’s discuss how you can contribute to our success while growing your career with us.
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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